In Australian Broker’s ongoing spotlight series of outstanding brokers, BDMs and lenders in the industry, we’re back with Bernard Desmond – the serial entrepreneur dubbed Australia’s “opportunity broker.”
In this second installment, the Melbourne-based broker and founder of Blank Financial shares candid insights into what competitors can learn from his journey, emphasizing that “nothing is impossible” in mortgage broking. From building his career from scratch in a new country to highlighting the importance of consistent client care and collaboration with lenders, Desmond offers practical strategies and reflections on navigating the evolving Australian property market in 2025. He also reveals how social media plays a key role in maintaining long-term relationships beyond the initial home loan, underscoring his commitment to adding value in every interaction.
The following interview has been edited for grammar and clarity.
AB: What can competitors learn from you?
BD: Nothing is impossible. The mortgage broking business is a very rewarding and fulfilling career, and if done properly, it can change your life in less than a decade and provide you with financial freedom and opportunities that you can only dream of. I came to this country with no contacts and no connections, and built it from the ground up. If I can do it, anyone can do it. As long as they are prepared to put in the work.
AB: What are some of your strategies, tips or best practices for working with clients? And for working with lenders?
BD: Our customers don't care how much we know, until they know how much we care. Always do the right thing when nobody's watching. Treat people with respect and care. We are here to serve our clients. And when it comes to working with lenders, it's always about working in collaboration and not isolation.
AB: What are you doing that other brokers are not doing?
BD: I put a lot of emphasis on bringing value to our referrers and customers. I want to become memorable in every interaction I have, whether it's with a client, a referrer or a lender. I am always thinking long-term. It's about doing the basics well, over a long period of time, consistently: dress well, present well, speak with good energy. When you say you're going to do something, do it. Consistency is key in everything you do. Mortgage broking is a contact sport: the more people you talk to, the more opportunities you will have to assist them with their loan. People have to like you and trust you before they start doing business with you.
AB: How do you use social media to connect with borrowers? And other mortgage broking professionals?
BD: We use social media to connect with our clients and referrers, allowing us to keep engaging with our customers beyond the point of home loans. Mainly we work between three platforms: LinkedIn for professional connections and networking. Facebook and Instagram are more for lifestyle-related content.
AB: What are your thoughts on Australia's loan and property markets as we enter into the back half of 2025? Are you seeing more activity? Less than a year ago?
BD: We are certainly seeing more buyer activity in the most recent 30 to 60 days now that the election is over. Also, the rate cuts are bringing some positive sentiment back in the market as compared to the same time last year.
AB: That brings us to our next question: with the recent rate cuts, the re-election of the Labor party and the continued threat of US tariffs, how do you navigate this volatile market? And what advice do you have for clients or would-be homeowners during this time?
BD: Property is a long game, my advice to any customer is if you can afford it, do it. Definitely plan for contingencies and have savings behind you; borrow responsibly. You cannot go wrong with property in the long term.
AB: What other trends are you seeing in the market at the moment?
BD: We are seeing anything below the $1 million dollar mark moving very quickly; there's a lot of competition in that market. Anything over the $1 million mark really needs to be priced well. The top end of the market is moving slow and customers are taking time and not rushing.
